Territory Sales Representative
3 weeks ago
Summary
The Territory Sales Representative (TSR) is responsible for supporting the strategic growth of the region. A key focus will be supporting and honoring legacy partnerships while supporting and growing our wholesale network, both direct and through distribution throughout the territory.
Essential Duties and Responsibilities
The essential duties and responsibilities include the following. Other duties may be assigned.
• Support distribution growth in every market within the region
o Existing relationships – Support Regional Sales Manager efforts in presenting balanced lead referrals, conduct regular business reviews, ensure distributors and their reps are well trained on tea and fully supported with selling collateral and programing. Assist in the presentation and administration of distributor agreements with partners.
o Expand distributor footprint – Support Regional Sales Directors and Regional Sales Managers efforts to prospect and onboard distributors in coffee, foodservice and nontraditional channels that will unlock access to incremental outlets in the market, generate healthy competition in the market, with an emphasis placed on minimizing distributor account cannibalization.
• Prospect new accounts across the region
o Balance focus spent on identifying revenue-driving multi-unit opportunities, as well as identifying the halo accounts within each sub channel that will continue to build the brand presence, desirability, and prestige in the market.
• Actively participate in your tea journey and seek opportunities to taste and cup tea with customers and Rishi teammates
• Identify, and with the assistance of marketing team, execute key marketing opportunities within the region that generate inbound leads, support key partnerships, and promote wholesale and consumer brand awareness.
• Attend national marketing events as requested, with the objective of maximizing the ROI of the event. ROI can be measured by revenue generating leads, quantity of closeable leads generated (direct or for distribution), beverages served, impressions for the brand, and/or building relational equity with strategic partners. Internal functional and cross functional team building activities are important, yet secondary goals of national marketing events.
• Research the market for consumer beverage trends within F&B settings and maintain fluency of competitive trends and positioning.
• Provide any insights into major sales or tea purchasing behaviors to Regional Sales Director so they can accurately forecast tea demand to support healthy inventory positions.
• Ensure prompt and consultative selling process is extended to inbound leads.
• Demonstrate responsible customer advocacy through obsession to detail with each step of the customers experience with the Rishi brand.
• Champion innovation in the market through distribution and direct channels.
• Model Rishi core values and seek opportunities to strengthen company culture and diversity.
• Develop cross-functional relationships across the company to build organizational fluency and collaboration.
• Serve as Rishi’s connection to the market and our customers; communicate customer needs, product forecasts and feedback to cross functional partners in a timely and respectful manner.
• Manage personal expenses within T&E budgets.
• Meet or exceed budgeted annual revenue goals within the territory.
• Make positive contributions to overall team and company goals by vocalizing best practices with teammates, participating in team meetings, and collaborating with teammates and sharing intelligence on key multi-unit or distribution opportunities that cross region or territory lines.
• Other projects and responsibilities may be assigned.
• Responsible for being aware of and following all food safety protocols as required by Rishi Tea's food safety management system, as they relate to this position.
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